The Controlling Function
The most brilliantly conceived strategic plan is only likely to be achieved if the organization has an effective controlling process that monitors performance and keeps the company on target.
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
Plan of Action
This video explains the importance of pre-planning for a sales presentation and outlines the work involved prior to the actual meeting with the prospect.
Making Connections
Prospecting is the method by which salespeople can identify potential customers; a process which requires planning.
Market Research
This clip explores the value of market research as an indicator of what potential customers--as opposed to just friends and family--think about a business idea.